Relationship Intelligence Advanced Certification Program

1. Blended Learning
2. 3 coaching session with SMA Experts
3. 1 discussion session with Jim Cathcart

Relationship selling is about practicing as an act of friendship not as a process of negotiation. Relationship selling is an intricate balance between relationship building and selling. 

Reputation management involves the creation of your reputation, the expansion of it to reach more people, and the management of it to keep it the way you want it to be.

The customer must be viewed as a valued asset to the company. In other words, without customers to buy products, what purpose does selling take?

Understanding needs and wants deals with the assessing competency. It is crucial to identify (or assess) both the needs and the wants of the customer. 

Brand insistence means simply getting to the point where ultimately they are saying, “I realize I can buy from somebody else but I’m not interested, I will wait if I have to.” 

Any relationship, including a business relationship, is built on three elements: commitment from both parties, open communication, and clear agreements.

The non-responsive person, one who just sits there and gives you nothing, is the toughest to confirm a sale. Be careful in this situation not to get nervous and talk more. 

Your digital appearance to customers is the subject line of your email. This is the first thing customers see and it is what they notice and use to determine whether they want to go forward. 

The three primary elements in negotiation are: power, information, and time. Those who have all of these components place themselves on a better footing to have successful negotiations. 

The Acorn principle is based on the idea that everyone has a seed within them that represents the nature of who they are. 

Having lots of people collaborate is often referred to as open planning. Though this may be a military term, this has relevant application to the sales world. 

Everything starts with how we think, and when we get the thinking right, we will get the selling right. Your attitude is very important.